A Lean Six Sigma team was assembled to find out why this variation existed and to make recommendations on how to proceed to maximize sales. Taking a step-by-step approach, the team:
– Identified sales potential using the data-driven models from a previous Lean Six Sigma project.
– Determined a “Rolled Throughput Yield” for each sales unit and their expected yield.
– Developed sales-focused “playbooks” which direct the sales force to the highest yielding opportunities.
– Implemented targeted compensation plan